Sales Manager, SME & Growth

Responsibilities

• Lead, coach, and develop a team of full-cycle Account Executives with a focus on closing excellence and revenue delivery
• Partner with outbound sales leaders to refine ICPs and evaluate new SMB verticals based on win/loss insights
• Drive best-in-class pipeline management, including deal qualification, stage progression, and forecast accuracy
• Coach AEs on discovery, identifying economic buyers, and managing multi-stakeholder deal cycles
• Inspect deals regarding negotiation strategy, objection handling, and pricing to improve win rates
• Drive a metrics-led operating cadence focused on deal velocity, conversion rates, and pipeline quality
• Maintain high standards of CRM hygiene and sales process adherence

Requirements

• Minimum of 6 years of experience in B2B sales
• Proven experience managing or coaching Account Executives
• Demonstrated track record of managing complex SMB pipelines end-to-end
• Strong commercial judgment with the ability to prioritize leads and forecast accurately
• Excellent, persuasive, and credible communication skills for commercial negotiations
• Experience operating in fast-paced, high-growth environments

Preferred Qualifications

• Experience leading SMB sales teams in fintech, payments, or trade-related platforms
• Strong intuition for mapping customer payment flows and identifying expansion opportunities
• Demonstrated ability to improve close rates and deal velocity
• Experience leveraging AI and sales tools to improve deal strategy and forecasting accuracy
• Relationship-first leadership style with a strong talent-development mindset

Benefits

• Competitive compensation: $280K – $340K base range
• Equity and commission opportunities
• Comprehensive medical, dental, and vision insurance
• 401(k) plan and life insurance
• 20 days of paid vacation and 12 paid company holidays

About the Company

Airwallex is a unified payments and financial platform for global businesses. Powered by proprietary infrastructure and software, we empower over 200,000 businesses worldwide—including Brex, Rippling, and Navan—to manage business accounts, payments, spend management, and treasury at a global scale. Valued at US$8 billion, we are building the future of global banking.